Cold calling clients

Cold calling can be one of the most intimidating ways to find new clients. For some, the prospect of picking up the phone and calling a stranger can seem overwhelming. But Ari Galper encourages people to surrender to the outcome of the cold call (website now dead, 2012). Stop pushing your agenda or script and actively listen to the person at the other end of the phone. "When they recognize you’re not “pushing” for a certain outcome, there’s an opportunity for mutual exploration, and you can be viewed as someone who’s trustworthy," says Galper.

As a consultant, you’re in the business of helping people solve problems. By focusing on the needs of potential clients, instead of pushing your own need to make sales, you’re more likely to build relationships, trust and, ultimately, sales. People like to do business with people they like and trust. So focus on relationships and watch the rest fall into place.